The Pontiflex Blog

The how’s of webcasts for online lead generation

March 13, 2008 at 9:56 am Arun Krishnan Leave a comment

An interview on the practice of webcasting.

In the b2b world, webcasting is an excellent way to get qualified leads. The prospect signing up for your webcast is already interested in your industry area, and hence is more likely to be a qualified lead.

Here are a few things to remember while webcasting

1. Educate, don’t sell. Focus more on “The latest trends in …” and position your company gently in that context.

2. Choose the right speaker. A client going through a real-world case study is better than your CEO (even though you tell him five times a day what a brilliant speaker he is).

3. Use offline user/client events, conferences and panel discussions. Record video/audio from the event into a podcast and use the recording to engage your clients and prospects.

4. Engage the propspect at multiple touchpoints: After the even is over, send the prospect an email with an intellectual property asset such as a white paper for a download. Move her/him further along the sales cycle by displaying another facet of your wonderful company.

Happy webcasting.

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